Video Resources | Insight-Led Selling

This interactive webinar will build off the momentum of the value framework established in part one, following up with practical applications.

Dr. Stephen Timme joined Genius Drive on their podcast, Value Coffee Talk. In this discussion he shares his research and personal experiences in helping solution providers and sellers overcome the value articulation challenge and build value success.

Join us for "Crafting Superior Customer Journeys with a Chief Value Officer," where industry experts from Genius Drive and FinListics will share invaluable insights to revolutionize your customer experience strategies.

The old model of selling “Feature & Function” no longer works when it comes to ever-expanding buyer groups who are already far down the buying journey and much better informed.

Achieving success in today’s competitive market means unlocking the full potential of your sales professionals. Find the keys to that success in this power-packed session.

The revenue tech industry is at a critical juncture. There are new generations of buyers with new preferences for engagement, and plenty of fear about global financial markets.

Do you want to know what executive buyers really want from enterprise sales organizations? Executive buyers want to see how sales organization solutions align with their goals, deliver financial benefits, and make their lives easier.

Does your sales team know their North Star when it comes to creating and sustaining a customer-first culture? This awareness is more important than ever as buyer groups expand, and executives hear more and more sales pitches each day.

Disruptions in the economy aren’t new, but how you handle them as a seller may need an update. How do you sell to an executive who may be tightening the purse strings in preparation for a rocky economy?

Are you using referrals in your sales strategy? With an average conversion rate of 70%, referrals are the number one untapped source of new business, yet they are underutilized by sales organizations.

Enterprise buying groups continue to expand, but these groups often don’t engage with sellers until they are already far down the buying journey - if at all.

Learn how to use ClientIQ to create plans that will not only help you maximize account growth, but also improve your credibility and prepare you to take on your customer’s challenges, and eventually, increase deal size.

The larger your deal and enterprise, the more people are involved in making a buying decision; there isn't one 'executive buyer' anymore - they want their team on board before taking any action.

Inflation and the threat of an economic downturn have caused many C-suite executives to reexamine their budgets and put spending constraints and cuts in place to control costs and preserve margins.

Most businesses struggle to create a value prop that is impactful and relevant to their customers at every stage of the buying process. But without a strong value prop, it becomes very difficult to convert leads into paying customers.

Learn the secrets of how advanced-level sellers conduct account research and planning and use it to align their solutions with a prospect’s business performance goals.

Our research reveals that only 25% of sales organizations can align their solutions with their customers’ problems. Learn the key elements of successful, problem-solving sales organizations.

Only 23% of sellers say they understand their customers’ financial performance well. Learn how advanced sellers use financial info to demonstrate account knowledge and drive buyer engagement.

At FinListics, we focus on helping sellers get to the level of being trusted advisors. And where we start is by talking about the ABCs of Insight-Led Selling. The A? You guessed it! It’s Adopting an Executive Mindset.

Industry knowledge is a foundation on which to build credibility with executives. Learn what sellers need to know about their customer’s industry – business and technology trends, risks, and financial performance.

Get insights on how to pique the interest of executives through findings from interviews with executive buyers from Fortune 500 companies.

So, you’ve developed your customer insights What now?

Your next step should be using these insights to connect your solutions to a customer’s business and financial value. Yet, a survey by FinListics shows that only 25% of sales organizations can make this connection.

This series provides you with actionable insights on how to build more productive relationships with your customers.

We explain why every sales team should be focused on delivering value instead of just making deals, and what tools you need in place to build better trust & credibility with your customers.

We interviewed 20+ executives when writing our book Insight-Led Selling. What did they all have in common? They want sellers to tell them something they don't already know about their business, and how their solution can help. In this video, Stephen covers three things to consider when meeting with an executive to move the deal forward.

Identify new buyers by understanding how they are aligned with company-wide goals.

Leverage your existing relationships to get to new buyers.

Tailor your sales message to each individual buyer to build credibility & trust.

Learn how to do the following for private companies:

Identify their goals, strategies, and initiatives.

Gain insights into financial performance.